Vertical SaaS Positioning: Sell the Workflow, Not the Platform
Vertical buyers shop for a fix to one workflow they own. How to find that workflow, size the real buying audience and position against an entrenched incumbent.
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Practical intelligence for modern GTM.
Written for the people who have to make this work — operators, not observers.
Test AI GTM Workflows Like Software Before Anyone Trusts the Output
An AI workflow that produces a confident wrong number is worse than no workflow. How to test GTM automations before their output reaches a dashboard, a CRM or a CEO.
Read the articleMap the Buying Committee Before You Run ABM
B2B deals are decided by a group. How to map the roles behind one account, what each needs to hear, and how to sequence outreach across them.
Read the articleCold Email Deliverability: The Setup Before the Sequence
A lot of cold email that 'doesn't work' never reached the inbox. The authentication, domain and list setup to get right before anyone writes a first line.
Read the articleLead Scoring Sales Will Trust: Separate Fit From Intent
One blended lead score hides why a lead ranks where it does. Score fit and intent separately, keep the rules explainable and let activity decay.
Read the articleBuild an Owned Audience: Why B2B Teams Need a Newsletter Before Another Channel
Social reach is rented and can change overnight. An email list you own compounds. How to build a B2B newsletter people open, with real numbers from a niche industry.
Read the articleDiagnose Before You Automate: Where B2B GTM Actually Gets Stuck
Automating a broken go-to-market just breaks it faster. Five places GTM gets stuck, how to find yours, and why the workflows come after the diagnosis.
Read the articleHuman-in-the-Loop Agents: Why Every Outbound Message Should Be Approved
Agents can research accounts and draft messages in seconds. In a small B2B market, a person should still approve every send. How to design that into the system.
Read the articleCompetitive Account Intelligence: Grade Your Evidence
A list of a competitor's customers is only useful if your team knows which entries to trust. How to build one with confidence grades, and where it points.
Read the articleAgent Skills: How to Give Your AI Your GTM Playbook
Prompts get forgotten and rewritten. A skill is a playbook your AI agent loads when the task calls for it. What agent skills are, and why GTM teams should write them.
Read the articleIntent Beats List Size: Why Small Segments Outperform Big Sends
The same email, sent a day apart: 60% opens from 20 people who asked for it, 29.1% from 147 who didn't. What that means for how you segment.
Read the articleLead Magnets Should Qualify Buyers, Not Just Capture Emails
A download tells you someone was curious. A scored diagnostic tells you how ready they are to talk. How to design lead magnets that do both.
Read the articleIs Your Website Invisible to AI Assistants?
A site can look perfect in a browser and still hand ChatGPT and Perplexity an empty page. How to check yours in five minutes, and what to fix first.
Read the articleThe Marketing Metrics That Quietly Lie
A 115.9% click rate, DM reply rates measured on messages no one saw, open rates that drift unnoticed. How to catch the numbers that mislead.
Read the articleCommunity-Led GTM for Technical Buyers
Security, engineering and operations buyers trust peers, not vendor ads. How to design a community they would choose to belong to, and why it works as a route to market.
Read the articleDistribution Before Content: Go Where Attention Already Is
A small account went from 408 impressions a month to 281,500 by replying instead of posting. The lesson for B2B: design distribution first, then write.
Read the articleWhy More Marketing Activity Doesn't Necessarily Create More Pipeline
Activity is the easiest thing to increase and the least reliable thing to measure. Where to look when output is rising and pipeline is not.
Read the articleOutbound Is a System, Not a Sequence
The sequence is the last five percent. Account selection, research and routing decide the outcome before a single email is written.
Read the articleABM Starts With Account Selection
Every downstream ABM decision inherits the quality of the account list. Most programs get this step wrong and optimise everything after it.
Read the articleRevOps Is the Infrastructure Behind GTM
When marketing and sales disagree about the numbers, it is rarely a reporting problem. It is usually a model problem.
Read the articleWhat AI Changes About B2B GTM
AI compresses execution time. It does not compress the judgment about where that execution should be pointed.
Read the articleFounder-Led Content Is Becoming a GTM System
Executive voice has moved from brand exercise to demand channel. What changes when you treat it as infrastructure.
Read the articleNothing in that category yet.
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